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Negotiation in business is a critical aspect to getting more accomplished and generating more valuable sales. Negotiation is founded upon principles but it could be argued that it is more art than science. The best negotiators are often brilliant strategists and gifted technicians but their perhaps most unsung trait is the mastery of the true art of negotiation. Let’s explore this a little more.

The basic fundamentals of negotiation call for careful planning and, in most cases, pursuit of a solution that leaves all parties better off than they were before. While these basic principles can guide and govern many negotiating scenarios, there is certainly more to it.

What is the art of negotiation? The art behind this critical business skill comes from the intangible ability to simply get the job done. For example, perhaps you have experienced a negotiation where you followed your plan to the letter and felt like you tactically handled it perfectly. The end result: the negotiations failed and you were left scratching your head as to how this could have happened.

Now consider a scenario where a negotiator also follows their plan, but only almost according to plan. Their tactics are sound but there seem to be some key elements missing. The end result: the negotiation is a dramatic success and, despite the negotiator’s apparent missteps, everything seemed to work out great. What was the difference?

As you may be gathering, the answer to what differed between these two scenarios may not be readily apparent. The negotiator who seemed to do everything perfectly failed and the one who seemed to stray away from the original plan had more success. What gives? The answer lies in the intangible nuances of human nature.

Chances are, the successful negotiator from our example probably sensed the need to change his or her course during the negotiation. This could have been based upon a specific response from the other party, body language, or just an instinctual feel for how things were proceeding. They adjusted their plan, perhaps stopping short of seeking all the objectives they originally set out to achieve. They may have even offered an additional incentive to the opposite party.

While this approach may not immediately make sense, it is highly effective. Sure, we all have an agenda when it comes to negotiations. However, asking for too much puts the entire agenda at risk, while knowing when to say when may eliminate a single objective but leave the rest intact and still satisfy all parties when the day is done. The ability to recognize the need for this and know when to change the plan is an art that the best negotiators have mastered. Even they may not know exactly how they do it; it’s just a feel for the process that makes them great.

This feel for negotiation comes from two key things: experience and attentiveness to the other party in the negotiation. The take home message is to pay attention and be involved in as many negotiations as you possibly can. These elements will make you better and will help hone your feel for the process that will make you better over time.

In summary, you can call it a sixth sense, a gut instinct, or whatever you wish, but the art of negotiation comes not from a textbook, but from within each of us. Knowing when to say when, when to not press for that extra benefit you would like to have, is what sets the best negotiators apart from the rest of the world. It is their artistry that can inspire all of us to reach new heights in business.

One of the best ways to convert prospects or to make an impressive statement in your next meeting, is to use custom-designed presentation folders. These marketing elements are incredibly effective in promoting a brand identity, making it the perfect tool for professionals networking with leads, prospects, investors or potential partners. These folders are especially effective when their purpose is to educate. They can be filled with brochures, reports, business cards, and even CD or DVD presentations.

Any folder can be improved with a little conscious design. If you want to make an impressive statement and come across as a competent, capable professional, spend some time really thinking about the identity and brand that you want to promote. By using the right design options, you can fully encapsulate the emotional experience you want people to have when you hand them your eye-catching sales folder.

1. Custom Colors and Designs

When printing folders, there are literally no colors or graphic designs that are off-limits. If you have experience with Photoshop or think you have the creativity to create graphics yourself, you can easily email your completed design to your printer. If you are not as confident in your design abilities, you may want to consider hiring a graphic designer to make your folder graphics more appealing, and project the right emotional experience to the recipients of this vital piece of marketing collateral.

2. Unique Shapes

When it comes to folders, your design can be as wild and complex as you can dream. While standard folders are easily the cheapest option, many creatives or event promoters prefer to have their folders printed and cut into custom shapes. Multiple tabs or pockets can be added to your folder to hold the various pieces of your marketing and education packet.

3. Cutouts and Folds

One graphic designer created a sales folder for his professional services with an overlying front flap cut to resemble the face of a tiger. A business-card sized cutout in the interior pocket is an industry standard, and many companies are choosing many front flap cutouts to showcase a graphic printed on the underlying documents. While the bi-fold folder is by far the most popular, tri-fold or single sheath options are also available.

4. Unique Details and Finishing Elements

Printing operations have become so advanced that nowadays there is literally no folder design option that is out of reach. Consider adding a custom ribbon closure to your folders, or weave a ribbon around the border. Use an enlarged braille or embossed font. Add metal studs or even pop-up elements similar to what you might find in a children’s book.

5. Give Your Audience Something of Value

Consider designing your folder in a way that your audience will want to hold onto and use for other purposes. For instance, a well-designed folder can be designed and printed so the end recipient can use it in other ways, such as a unique poster or door hanger. This gives your prospects the opportunity to interact with your marketing material, and thus your brand, multiple times.